Senior Sales Executive (Global Trade Compliance)

About the role

• QAD is seeking a Sales Executive with a proven track record of successfully selling Global Trade Compliance or FTZ Solutions and driving install base growth with enterprise customers.
• Do you enjoy uncovering client challenges and providing solutions with a portfolio of software as a service offerings?
• Are you good at gaining access to key meetings and stakeholders at companies?
• Do you understand market challenges, client key performance indicators, and how to help them achieve positive outcomes?
• As a Sales Executive, you will teach, tailor, and control to push the customer’s thinking.

What You’ll Do

• Sell QAD Global Trade Compliance & FTZ software solutions to new and existing QAD customers
• Prospect, identify, develop, negotiate, and ultimately close new opportunities from marketing engagements and new leads within existing customers.
• Develop and manage pipeline to meet or exceed target
• Drive the sales process from qualifying to closing
• Meet and beat sales targets through laser focus on sales targets and account acquisition or expansion
• Ensure that metrics are at all times updated with the most recent accurate forecasts, the latest activities, and next steps
• Understand the business landscape and be able to build differentiators into the recommendations
• Presenting and effectively communicating with Compliance and Legal in cross-functional departments including manufacturing, finance, operations, quality supply chain and marketing from managers and directors up to the C-suite executives.
• Thrive working in a fast-paced and intense sales environment
• Effectively organize various internal and external teams to work together to drive deals through complex sales cycles

Qualifications

• 7+ years of successful Sales and Account Executive experience…ideal, but not required, in Global Trade, FTZ, Compliance, and Transportation Execution solutions.
• Capability to offer customers a unique perspective, teaching them new, unique insights that result in the purchase of QAD solutions.
• Solid experience identifying key drivers of a customer’s business and experience using that information to customize your approach to each customer.
• Effectively discuss customers' concerns and influence customers to make a choice.
• A self-motivated overachiever attitude that enjoys developing and closing opportunities by leveraging relationships, using insight-led selling, and questioning the status quo.
• Training and application of Sales Methodologies such as: Challenger, MEDDIC/MEDDPICC, SPIN, Customer Centric, Sandler; is preferred.
• Present effectively to external customers in cross-functional departments including manufacturing, finance, operations, quality supply chain and marketing from managers and directors up to the C-suite executives
• Understanding of the marketing and customer acquisition processes.
• Experience engaging customers or prospects on complex enterprise software solutions.
• Ideal Key markets include: Supply Chain, Demand Planning, Manufacturing, Trade Logistics, Transportation, and e-Commerce
• Key industries include Automotive, High Tech, Industrial, Life Sciences, Logistics Providers, and Consumer Products, Food and Beverage (among others).
• Stellar written and verbal communication skills, particularly the ability to communicate clear, persuasive proposals, emails, and presentations.

Bachelor’s degree preferred

This position requires a 30 to 50% travel availability

What We Offer

• Our range for this position is $130K - 150K USD annually and a match in commission – $260K - $300K OTE.
• Your health and well-being are important to us at QAD. We provide programs that help you strike a healthy work-life balance.
• Opportunity to join a growing business, launching into its next phase of expansion and transformation.
• Collaborative culture of smart and hard-working people who support one another to get the job done.
• An atmosphere of growth and opportunity, where idea-sharing is always prioritized over level.
• Compensation packages based on experience and desired skill set